How Kory Kahley Went From Pizza Boy To $20k /month

How Kory Kahley Went From Pizza Boy To $20k /month


How Kory Kahley went from pizza boy to $20,000 /month helping E-Commerce businesses with Facebook ads

Niche: Helping E-Commerce businesses get customers with Facebook ads.

Here's what we cover:

1. Why chasing 1,000 rabbits doesn't work, no matter how hard you grind and how many hours you put in.

2. How Kory shedded his skin of "pizza delivery boy" to become a respected advisor to businesses through affirmations and reducing his contact with friends.

3. Why Kory chose E-Commerce businesses as his niche and why he decided to offer Facebook ads as his service.

4. How Kory gets clients and has been able to grow to $20,000 /month using Fb groups, his personal Fb profile, content and LinkedIn.

5. Why your environment is crucial to your mindset and success and how to dramatically improve your environment, even if you're broke and living at home.

6. Why sacrifice is essential to your success and why you can't bring new things into your life without clearing out the old. (powerful stuff...)

Kory's #1 piece of advice for other members:

Don't compare your "chapter one" to somebody's "chapter twenty". When you first join the program and start taking action, you're not at the same stage as somebody who's ringing the bell everyday making $40,000 /month...

Also, success comes from sacrifice. What are you willing to give up to be successful? You have to give up instant gratification and think long-term.


Transcript / MP3

Sam Ovens: Hey, everyone. Sam Ovens here, and today I've got one of our Consulting Accelerator students to share their story, Kory Kahley. He started Consulting Accelerator back in 2015, so a while ago now. At that time, he was living at home with his parents still and trying to make money online and really trying to figure out how that whole thing works. Since joining, he's been able to start his own consulting business helping local businesses and eCommerce businesses get more clients using Facebook ads. He's been able to not only start but grow it to the point right now where he's making around $20,000 per month with it. So that's an awesome transformation, so first of all, congrats on that. Kory Kahley: Thanks, Sam. I appreciate it, man. Sam Ovens: So let's talk about how that happened. Let's start with where you were back then in 2015 before you joined this thing. Kory Kahley: Yeah. I think back in 2015, I think I was dealing with a lot of people to deal with, and it was just kind of being overwhelmed, because we're exposed to a lot of different marketing, right? So it seems we know the world's abundant, but then I think it feels like there's so many options, and we feel like one may be easier than the other. I really didn't have any focus or clarity on what I wanted to do. At the end of the day, some of the stuff that I was trying that seemed too good to be true, it really was. Then when I saw this idea of consulting ... I'd been learning these skillsets for some time now just trying to make money online, so I was building out things, trying to run ads, learning this skill set of digital marketing. Then when I saw your webinar about going up to a plumber, I was like, "Oh, that's genius." Then you said he had paid you, I think, $1,000 and in my head, I was like, "So, just 10 people a month, if they pay you a couple thousand dollars, that's a life changing business." It makes sense because those people, if it's say like a plumber, which I don't work with plumbers now, but say if it is, they're good plumbing and I'm good at marketing, so if I need my sink fixed, I'll pay them, and if they need their marketing done, they'll pay me. It was like this trade of commodity that really made sense, or trade of skill set, rather. Yeah, I was just hooked when I saw that business model, it made sense to me. It's funny because it's not like something that was new, it made sense to work with clients, but just the way you had positioned it, and especially considering you were in your parents' garage, and so the story really resonated with me. Yeah, it was obviously a really good decision. Sam Ovens: Cool. So, you're kind of like in that space where a lot of people are when they're getting started, where they're just trying to chase a thousand rabbits- Kory Kahley: Yeah. Sam Ovens: ... and they can't grab any of them. Kory Kahley: Yeah. That's really the best description for it, because you see so many people doing so many different things, and you want it all. At the end of the day, you learn and you really just want to narrow down and do like one or two things. It's actually training your mind to be simple again, it's kind of hard. A lot of the stuff for me was mindset, too. I think as far as getting Facebook ads, or running traffic, and doing paid marketing, I think that stuff's probably the easiest part and always was, but I think the bigger parts are the mental hurdles of just clearing my mind and being able to just ignore other stuff, unsubscribe to all the emails that were on my list. Really just narrow down and keep my eye on the ball. Even so, it took some time at first, it still took some time to narrow down, but then as soon I got my first client, that was a game changer. I was just hooked, I knew it could be life changing because in one night, I had made, income-wise ... It's not all about the income for me, it's a lot of freedom, but even so, in one day, I made what I hadn't even made in a month at my job. I was instantly hooked. I knew the power in it, I was like, "So, I could literally 10X my income with just six or seven clients," and it was enjoyable, too. It was just so enjoyable. My first client was actually a doctor, so it was just crazy because I was like a pizza delivery boy and then gained the respect of a doctor to hire me for marketing, and it just kind of proved to me anything was possible. I thought, at the time, someone living at home with their parents, pizza delivery boy, you don't get much respect, it's not like too many people take you seriously. So, once I got a doctor to take me seriously and pay me a couple thousand dollars to build out a website for them, it was just like, "Wow, there's a whole new world." Yeah. Sam Ovens: When you first joined, how did that process start? Did you know what your niche was going to be, what you were going to sell, what- Kory Kahley: No, no. I was a little lost. Like I said, it took me probably a few months to get my first client. I had tried to niche into a couple areas, and then I didn't really know what my niche was, but I kind of learned that I was going to stick with Facebook ads and do the digital marketing thing. So, once I had my skill set, I started casting my net out to different people and just see who would jump in and bite. I don't really work with doctors anymore, but that just happened to be the first client. Yeah, starting out, I'm not going to lie, I was a little scared jumping into it because it was definitely a lot to take in. I was like, well, I've got to define a market, learn the market, learn the skill set. It was definitely trial and error. Like I said, now I'm mostly with local business and eCommerce, I don't work with any doctors, so I've definitely evolved along the way and figured out what's my best niche. Yeah, personally, it was total just put in the time and figure out, what can I and who can I do it for, and then how can I repeat that process. Sam Ovens: Let's get specific with the first steps you actually did after joining. Kory Kahley: After joining? Sam Ovens: Yeah. Kory Kahley: I remember after joining, the biggest part for me, and this was a couple years ago, so don't hold me to it, but the biggest part for me, I remember, I believe was the affirmations, like actually ... I don't have them with me here anymore, but I had this big, and I was in my parents' basement, so I had this big stack of papers. That was, I think, really the first step for me that really started changing my life. Like I said, I was in a dark place mentally because you have a lot of your friends, they're going to school, they're getting jobs, you feel like other people around you are kind of moving forward and you're stuck and maybe this thing won't work out, and who knows. The first step that really impacted my life was reminding myself that, hey, it's possible, but it's going to be a process, it's a marathon, not a sprint. So there was that, that was the first step I took that really made an impact for me personally. Like I said, I can acquire practical and technical skills quick, but mindset for me has always been something that I've really had to spend that extra time on, so that was really my first step coming into the program. Then my next step after that was just basically I made a list of all people I could contact. They were in different niches, different places. I remember actually sitting there with my dad on the weekend, the day after I bought the product, like, "Hey, look, I bought this thing," I was showing him some of the trainings, and he sat there and I remember he helped me make a list of places we thought were spending money on marketing. That next week, I had drove to businesses, called places, got doors slammed in my face, and it was pretty discouraging, but like I said, I ended up pushing through. I think about three months in, I ended up getting a message back form somebody saying, "Hey, I got your message, can we talk?" I got on the phone with them and then it went through, so it was amazing. Yeah, that first step was- Sam Ovens: You said- Kory Kahley: Go ahead. Sam Ovens: You said the first step for you was mindset. Why that instead of picking the niche and doing all of that? Why mindset first? Kory Kahley: Why mindset for me? I think, at first, I did it because I just needed a bigger level of self belief, but looking back at the whole journey and just ... It's a beautiful thing, what we do, but I also think nothing's guaranteed, I'm never entitled to another client or another deal, I always have to work for it. So, looking back, preparing myself for the ups and downs, and just being able to stay level headed, that's been the most beneficial factor. I think, at first, it was just a lack of self belief. I think I really needed to drive up my self-confidence, really put myself in a better mental state. Now, looking back, I think the real advantage to it was being prepared for what was to come the following three years. It's lead to an amazing place now, but it certainly wasn't easy. There were times when it got really hard, to the points where I was unsure again. I think because I had built that mindset, built that tough skin and that shield, I never gave up, I always kept pushing, I stuck to the process. I didn't get really attached to the monetary results if there was a bad month or a bad week, or something like that, I was able to say, "You know what? It's part of the process, it's part of the journey, I'm just going to keep ... I'm going to do my things that I know will build the business and the things that I know will compound," and so it's lead to a consistent business now. I think setting myself up mentally really helped through it. Sam Ovens: Cool. After the mindset and really working on that, because you said it yourself before, you were a pizza boy living in your parents' basement. Most pizza boys living in their parents' basement probably aren't going to feel like they can just go out and command doctors and things to pay them money- Kory Kahley: No. Sam Ovens: ... for their advice. So, I understand the mindset part, but now let's talk about the next step after that. How did you know you were going to offer Facebook ads and how did you know you were going to offer them to local business and eCommerce businesses, how did that come about? Kory Kahley: That's a good question. Like I said, I think as I was joining the program, before, I had already been learning marketing stuff for a little over a year, so I had messed around with some stuff. Then I was dabbling in eCommerce on the side. Then once I, like I said, once I really got a couple clients, tested a few things, I really learned that I love Facebook ads, I really like the eCommerce industry, too, and so I ended up building a few of my own companies. That really got me good at the skill set and I really got involved in it. Once I was able to build an eCommerce company from scratch and make it profitable, during that time, I was like, "Well, if I can do this for myself, I can do it for other people." I just understood everything about it, there wasn't one thing I didn't understand about it. I started reaching out to people and there is just a huge market for it if you know what you're talking about and you know the process. So, it's been really lucrative for me. Actually starting an eCommerce business was the thing that got me interested in it. Then local businesses, that kind of evolved a little later, as I got really good Facebook ads, I just started having some local people come to me. I was like, hey, I'm going to give it a shot and try and add this arm to my agency, if you will. We did and now it's just as fun for me, and the clients we have, we're able to get them results. Yeah, the eCommerce started with me, before I took on any eCommerce clients, I actually, like I said, I got my own eCommerce company to be profitable first, and that gave me, again, not only the confidence, but the justification to then go charge other people for it. Since that's been done, that's really been my main market. Like I said, I've evolved into local as the demand has just pressed to me for it. I've grown my network, I've grown my referral base, and it's built into me. I've taken on other clients in other industries, but at the end of the day, I've mostly weeded it out and stuck to my roots with eCommerce and then, like I said, now local lead gen. Yeah, that's really how it started, man, was actually getting my hands in the dirt with it. For me, that was good. It wasn't like I had to go become a chiropractor to do marketing for chiropractors, all I had to do was set up a store, find some products, and learn the marketing, and then I had that skill set. Sam Ovens: Got it. You learned Facebook and digital marketing from before, when you were messing around with that stuff, but then how did you know you were going to be able to offer this as a service, and how did you know what niche to start with? Kory Kahley: Yeah. Like I said, at first, I really didn't know what niche I was going to go in. There was a little unknown factor, I was like, I hope I can make an offer in this, and I really didn't know. That's really actually, I think at first, I was new at eCommerce, I think I swayed away from it at first, that's why my first client was a doctor, I was going after some people who I assumed had more money. It was also harder to get their attention. Once I learned the scope of eCommerce, I saw the huge growth numbers, I saw what companies like Amazon are doing, I saw what companies like Shopify are doing. When I landed my first client, I realized that people were just as happy to pay if you find the right people. I think that's what it came down to. Sam Ovens: Cool. Let's talk about how you got your first client. Kory Kahley: First client? Sam Ovens: Yeah, like the exact process from start to finish. Kory Kahley: Yeah, awesome. I'll tell you the exact process. I was doing, like I said, bro, I was trying everything, I was emailing people, cold calling. Looking back at it, anyone who feels like they're trying to do everything to get clients, probably just focus on one or two activities, because looking back, it was kind of detrimental, but it ended up working out in a lucky way. Like I said, I was walking into businesses, going into places, going to networking events. I ended up going to a local networking event and the client, I didn't even meet them there, I met somebody there and I told them what they did, and they said, "Hey, I might have someone who might need your services." I said, "Oh, cool," and I said, "Well, I don't have a business card, so just add me on Facebook." They added me on Facebook and then like a week later, I got a random friend request from this person I never saw before, so I just accepted it, not thinking twice. Then I got message and it said, "Hey, are you Kory?" I was like, "Well, yes, my name is Kory." They said, " I know so-and-so, you met them at the," I forgot what the event was called, but, "You met them there and they said that you could build out websites, I'm looking for one for my practice, do you think you could help me?" I was like, "Yeah, of course." We got on the phone, it was just like a half hour phone call and it was so smooth. I was telling Nick Hauser, it was funny because I was driving my car and I had told him what the price as, and they were like, "Okay, okay, send me an invoice, I'll pay." I had other people tell me to send an invoice and they just never paid, so I just assumed it was one of those moments, but man, when I saw that $2,000 come through, like the notification on my phone, I told Nick I almost crashed my car because I was like, "What?" I couldn't even believe it, dude. It was just the best feeling in the world. Yeah, that's kind of how it went down, it was a little unsystematic, like I said, it was from meeting people and then a referral, but that's also the beautiful part about building a skill set and getting your name out there. By doing that, you become this person that people refer to. Honestly, looking at my business now, too, when I get referred people, it's the easiest business. Not saying you should build a business on referrals, but it's a powerful thing. Sam Ovens: Yeah, if you can, referrals are great, but most of the time they're not under your control. Kory Kahley: Exactly, yeah. Sam Ovens: Yeah. Kory Kahley: Yeah. Sam Ovens: [crosstalk 00:16:00] Kory Kahley: That's exactly why it leads me to the next point, where, again, it took me probably like 45 days or even two months to get another client because I didn't know how I got the first one. I know how it happened, explaining to you, but at the end of the day, I didn't know what got me that one versus what didn't get me it. I think it was more of a luck of the draw, just putting my name out there. Sam Ovens: You can't pull a lever and have another one pop out. Kory Kahley: Yeah, exactly. Yeah. Hey, it gave me that inspiration and it made me hone down. Now, things are more consistent. That's how the first one came through the door. Sam Ovens: Let's talk about the second one then. Kory Kahley: The second one? I believe ... I'm trying to think. I believe the second one was off LinkedIn, just connecting and messaging with people, and going that way, and getting clients that way. Looking back at it, a lot of my ... Once I started, my first few clients were basically from those platforms. Then once I realized that was powerful for me, I wasn't really good at things like cold calling ... There was actually a part during my consulting journey when I went and knocked doors a little bit for an affiliate company to get really good at my sales processes, but as far as attracting clients and building that persona, once I realized these platforms could be powerful, Facebook, and LinkedIn, and a lot of the clients I was servicing were already on them, that's really where I started to focus my time. Then after that, it was just kind of a mix. Up until now, there's been a whole bunch of different ways, but I think the most consistency has been from building my foundation on those two platforms. Sam Ovens: What's your main weapon and system to getting ... You've grown to like 20 grand a month now, what's producing the vast majority of that, what method? Kory Kahley: Like I said, for me, it's really been establishing my brand on Facebook and LinkedIn, and just pushing out content, showcasing results, and just connecting with the right people. For me, like I said, a lot of my clients are eCommerce, so a lot of them are on places like LinkedIn, they're on places like Facebook, so I've built myself into this authority in that space. They come to me and it's kind of like I've created a magnet for myself. At this point, I have calls just about every single week from creating that magnetic pull. It's really powerful, too. Now, for local leads and stuff we do cold outreach methods, but as far as the eCommerce side of things, yeah, that's a lot from just establishing my own brand on these social platforms. Sam Ovens: What does that mean? We can say establishing a brand and having a magnetic pull, but- Kory Kahley: Right, right, right. Sam Ovens: ... a lot of people who are listening, they're going to be like, "How do I do that?" Kory Kahley: Okay. Yeah, well- Sam Ovens: What is that? Kory Kahley: That's a good breakdown. Yeah, yeah, no, no, I appreciate the question. I think for somebody else to do it, I think one of the most important part is getting some results that you can showcase. Two, really deep diving into your market. Then three, creating content that attracts people. You can do it with some really cheap traffic, too, this is not a thing I do on my fan page, I have ads running right now. I could make a 10 or 15 minute video, talking about a really common pain point for eCommerce, whatever that may be, and I can run that, and I can target people who are interested in various things in the eCommerce industry, whether that's a software, or training, or another influencer. They engage with my content, they're like, "Hey, this guy knows what he's talking about," and then they'll click on my website and then they'll see, "Oh, he has more content on that stuff." Then eventually, a percentage of those people will opt-in, engage in my emails, engage in my social channels, and then usually within like ... When I look back at people who have engaged in my funnel and look at the people who are qualified, usually within about 30 to 45 days of people getting my emails, seeing my videos, seeing my content, if they're qualified, they end up booking a call, or at least somehow reaching out. I think to break down the magnetic pull, a lot of it's been content and just getting, videos help too, just getting on camera and just talking and letting people know that's what I do. I think you can really ... Especially Facebook- Sam Ovens: Are you posting this on your personal Facebook page? Kory Kahley: Yeah, yeah, yeah, and my fan page, yep. Sam Ovens: Cool. How do people see that? In order to see the content that's on there, they've first of all got ... You've got to add them as a friend, or you've got to message them, or something. So, how do you get them over there? Kory Kahley: Right. Right, right, yeah. I built my network a couple different ways. One of the ways I'll use is I'll already use other pre-existing influencers in the space. There's already a few people in eCommerce who have tremendous followings, tremendous amounts of traffic to their name. I think you can go to places like that, their groups, their Facebook pages, and for me, there's endless amounts of traffic there, so I can connect with five or 10 people out of hundreds, and that's going to be really valuable with me, that's one way. Like I said, another way that's work really well right now, I don't know if it's going to work in a month from now, but right now it's working amazing, is running longer style videos on my fan page and targeting those people. It's getting me a lot of inbox messages to my fan page, and then I'll just put them on my personal page because I forget to see the notifications on my fan page. I get them in my group and get them on my personal page, and I just build that relationship and nurture them. A lot of it, too, is I already have a lot of this content in place, too. At this point, I'll spend a little less time on content and more time kind of feeding people into it via ads or connecting. Having that in place is really important. Say they connect with me, they see a video on my fan page, connect with me, go to my personal Facebook, they go to my Facebook group, now they can stalk me. They can scroll through my profile, scroll through my group, and they're going to see. They're going to see I'm the right guy and they're going to be like, "Wow, this guy coincidentally is the eCommerce guy." In my head, it's not coincidentally, I intentionally wanted to connect with them, but when they come to my page, it's like I'm the guy they want to talk to. That's kind of how I'm driving that traffic to it is via those methods really. Looking where there's other influencers, other communities, and then of course kind of amplifying that with some paid traffic now at this point. Sam Ovens: Got it. To get to this point so far, has most of your clients come from organic methods? Kory Kahley: I would say yeah. I would say most of them, yeah. Sam Ovens: Got it. So they come to your ... You post to different Facebook groups, content there, that are relevant to your niche, which is eCommerce, local businesses, then they see that, then they might come back to your personal page, see you've got more there, connect with you there, then they might see your website or something like that. I understand that, but do you have any method of messaging people at any certain stage, or do you just kind of sit back and let them- Kory Kahley: I will message people sometimes, but honestly, Sam, when I look at it, most of my deals go down when people reach out to me first. If I need to create opportunity in my business, I'll be a little more hungry in the outreach, but if I'm hitting the numbers I want and I'm filling the calendar the way I want, I usually trying to remain patient and let people reach out to me. It happens all the time, and so if a couple days goes by where it doesn't happen, I usually don't panic, but the [crosstalk 00:23:35]- Sam Ovens: This is here is why it's been slow. Kory Kahley: What was that? Sam Ovens: You shouldn't be patient. Of course, you should be patient waiting for them to come in, but you should ... Whenever that happens, you've got to jump into action and- Kory Kahley: Yeah, no, absolutely, I do. Absolutely, I do. I don't waste time going back and forth. Usually I try and get someone on a call between five and 10 messages, I'd say, try to figure out what they're doing, what they want to do. If there's someone that I could help, then it's like, "Hey, let's get on the phone, let's talk." That's where I can make the most money, that's where I can convey my value to people, see what they're doing, if I can help them, I can help them. As far as messaging, yeah, I would guess I would say as soon as I engage with somebody ... Now, I'm not trying to go two, three weeks talking, chatting, let them fall off the face of the Earth. I know when the opportunity's hot, so yeah, I'm definitely jumping on it and saying, "Hey, what do you do? Hey, here's my calendar, let's get on a call." I have hundreds of message of me sending my calendar link to people, just via that way. Sam Ovens: Got it. Kory Kahley: That's booked a lot of calls for me. Sam Ovens: Let's talk about how you price your offer and how you structure it. What do you offer to them, first of all, and how much do you charge? Kory Kahley: Awesome, yeah. I have two different offers. I have a done with you offer, which I offer in 60 and 90 day packages, which is one time fee. I've kind of created that just off the demand of the market because there's a lot of, especially for eCommerce, there's a lot of business that are in that stage, that aren't quite ready for my monthly retainer fee, which I start at $3,500, and that increases based on their budget and how much they want to spend. I have this one time fee package for 60 or 90 days, where I'm kind of working with people, not doing everything for them, but usually they've already spent some money on ads, or they have a good interest in it, they want to scale, but they're not quite in the place to hire an agency full time monthly. So I come in more as a consultant, help them set these things up, help them understand it. The goal is, by the end of the 60 or 90 days, that they're in a spot where we can talk about a full time retainer, so I use that to induct people who aren't quite qualified at the time. Other than that, I've raised my prices to a minimum of 3,500 and it's really kept out the less ideal clients in terms of monthly retainers. I added in that package the done with you offer and it lasts 12 months really, and it's really been profitable for me, a lot of people have taken me up on it. I think they like that they can solidify, "Okay, it's this price, it's up at this date, and these are the projected results." I just have a template, a proposal, it's the same thing they get in an email when they ask, "What are the details for it, can you send me a proposal?" I don't have to think anymore, it's just like clockwork. I have these two offers, it's either done for you and it starts at this price, or it's done with you and it's this price. I don't mess around with anything else, I don't do a custom deal, or look at what they're doing and try to break it down and give them sort of customized deal, it's really helped me to stick within those two things. It also keeps me happy in my business, so I'm not working with people that I can't get results for, that don't make me happy. Sam Ovens: Got it. Then let's go back to ... We understand now where you were before, where you're at now, and how you started with the mindset stuff first, and then you already knew that skill, you sharpened up that skill. Then you decided to pick the niche, local businesses, which then kind of evolved into eCommerce, too. Your first client came from kind of a fluke sort of thing from doing a whole bunch of stuff. Kory Kahley: Yeah, it was a fluke. Sam Ovens: The main system or the main engine or growth for you has been really using LinkedIn and Facebook, and Facebook groups, and connecting with people, posting some content. That's a common theme that runs between all of the people I've talked to so far who have done quite well. For other members listening, if you're not posting some updates, case studies, things like that, on your personal Facebook page, you should be doing it. Kory Kahley: Yeah. Sam Ovens: You should be joining Facebook groups, connecting with people. That is key. Kory Kahley: There's something, too, they changed their update where the fan pages have less organic reach now, but I think they're actually optimizing for that kind of relevant and good content. Even just on my personal Facebook page, just by building my friends list along the way of people who I feel are ideal clients, I get a lot of engagement. It's kind of like an email list, you send out an email, and I think people miss that point. Think about how important email marketing has been for businesses for years, that's what your social profile can be now. You put up an update, it's like blasting out an email with your Facebook group, your personal page, your fan page, your LinkedIn, that's like four different email lists I can hit every day with content or a case study, so it's insanely powerful. Sam Ovens: Yeah. Your personal Facebook profile is the most dangerous weapon. Kory Kahley: Yeah. [crosstalk 00:28:48] Sam Ovens: They have to accept your friend request back and you have to invite them as a Friend, and because you're capped at 5,000 and it's only for humans, not businesses, and brands, and things, Facebook treats it with completely different rules. So you get very high engagement on there and you don't ... With a fan page, you get horrific engagement. Kory Kahley: Yeah. Sam Ovens: That's why we say to all the members, use your personal profile. Put some things on your fan page, because you need to have one to advertise on Facebook, that's [crosstalk 00:29:22]- Kory Kahley: Right. Sam Ovens: ... but most of your focus should be on that personal profile. Now, let's go back to mindset because I know this is a big one for a lot of people because they're trying to really shed their skin, it's kind of like a snake that's trying to shed its skin. A lot of people, they come being a factory worker, or being, in your case, a- Kory Kahley: Pizza boy. Sam Ovens: A pizza boy living in a basement. Kory Kahley: Yeah. Sam Ovens: First of all, what were the fears and the main things that were blocking you when you were back in that old shell? Kory Kahley: Environment and the people around me, and just feeling ... You're making a big decision and so I had my parents, where they wanted me to continue going to school, even my girlfriend, who's still with me today, she's amazing, we've been together six years, we've moved across the country here in Salt Lake City, and our lives are just amazing now. At the time, when I started this all, she wasn't really sure what I was doing. My friends basically totally thought it was bullshit. People will tell you, "Well, you shouldn't care what other people think, you've got to do your thing." It's like, well, we only have 24 hours in a day, so when you're surrounded by X amount of people and a good percentage of those people really don't understand, or respect, or really think you're doing something good, it gets hard to stay motivated. You don't have people to talk with about it, where I hang out with my friends, they could talk about their jobs, or football, or soccer, but as soon as I want to talk about consulting clients, it's like crickets, everyone gets quiet, everyone's like, "Well, what the hell is this kid talking about?" Like, "Shut up." It was really hard at first, man. Then I think being able to change my environment and spend less time, and obviously I don't want to spend less time with my friends and family, but initial environmental changes for me, I couldn't move out, I didn't have the income, I didn't have the freedom. So, some of the initial environmental changes I made were, again, were simple things, the affirmations, reading a book. I think people here think environmental change and they think, "Well, I can't move across the country and have a beautiful view of the mountains like you do." It's like, well, I didn't have that at first, either. It's the small, minute changes you have to make at first. Literally telling yourself you're going to do this, and then reading other books and listening to other people who have done it, those are the first steps. I don't think you should have to cut people out of your life, unless they're truly detrimental to it, but you've got to start filling your circle with better stuff. I think that was the hardest part was really the people around me. Other than that, I don't think there's anything else to care about. I think a lot of us move through life with the concern of what the people around us think, or at least when you're in a part of your business and you're struggling, it's definitely a common theme to be too consumed with other opinions. Really, it's not worth it, like for me, I have these huge goals, these huge dreams, these huge things I want to do in the world, and for me to be held back because a friend in high school doesn't think that's a good idea, it's really silly. In the moment, when you're caught up in it, it's hard to break that bridge because you don't have the results yet. Now, I can look back and say, "Told you guys I was going to do this, and I knew it was going to be hard, but I told you guys I was going to do this," but at the time, I didn't have that confidence. I really didn't know. I knew it was possible, but just because it's possible doesn't mean it's going to happen, so there was a long way to go. Yeah, the people around me, man, it was that environment. You've got to either have the talk, have the talk and say, "Hey, this is what I do. If you don't understand it, that's find, but you've got to respect it." I think I should have had that talk with people earlier on. I kind of just let it go and just took it. I think if I would have embraced it more and just said, "Hey, this is me, this is what I do, this is who I am. You guys either love it or hate it." I think it actually would have helped me grow a little quicker at first, instead of reserved in my shell, waiting for results to then come out and say that. I think you've just got to ... If you're doing this thing, just embrace it, just do it. Just the world know this is your passion. Sam Ovens: Got it. Did you start spending less time with them? Kory Kahley: Well, let's put it this way, I think people who were just generally bad in my life, yeah, I don't really hang out with those people anymore. Now, I've lived out here for the past nine months now, so I don't really know many people out here, so this has been the hugest growth stage for me because it's just been me and my girl, and I've just been able to insanely focus on my business and grow. I started trying to go to events, try to hang out with other people, even if there was a chance to go out on a Friday night, or sit in and watch a webinar, or even just get on the phone with another person doing consulting. I remember along the way, there was so many, I can't think of names right now, but just so many people, even in the consulting community in general, that were like, "Hey, if you need someone to talk to, let's chat, we're both on the same mission." So I started to spend my time differently. I don't know if was necessarily cut people out, but yeah, you start to spend your time different. Now, obviously, I don't want to cut my parents out of my life, or my girlfriend, but at the end of the day, yeah, I think the people around me who do really care about me, they started to see it as I started to get some clients through. I think an allocation of time was really important. I had some other mentors tell me that, too. I remember, I think, you had some mindset training on environment, and then I had other people tell me, "Who are you hanging around?" Then I heard that famous quote, "You're the average of the five people you spend the most time around." I kind of looked at my life and looked outside of my girlfriend and my parents, and I looked at ... Because I don't really hang out with my parents, but I looked at the other five people I hang around, like my friends and buddies, and stuff, I'm like, "Man, I kind of am the average of those five right now." While I couldn't fly up to New York and hang out with Sam Ovens or fly out to California and hang out with Frank [Kern 00:35:19], I slowly started to churn myself into better environments, better things to consume, people and knowledge. Yeah, that was huge for me, man. Sam Ovens: Cool. What has been the main mindset shifts that you've made since joining? Kory Kahley: The main mindset shifts I've made? I'll tell you, man, and I told this to Nick, too, it's the sacrifice. I think it's sacrifice. I have quote that goes with it, too. I always tell myself this, tell people who come to me this, I say, "If you always do what you want to do, you're never going to get what you want." If you always do what you want to do today, if you always do what you want to do tomorrow, and maybe that's like me, I live 10 minutes from my dream mountain right now, where I go snowboarding and I've looked at this thing for years on the internet. So it's really tempting to go there every day, or to want to go a lot, but I only go a certain amount, and so it's discipline and sacrifice because if I always go snowboarding, if I always go surfing, or whatever anybody watching does, if you always go do that in the moment activity, I think five or 10 years down the road you're not going to have the life that you really wanted. The freedom, or the family, or the place, or the car, or whatever you want in the long haul, I think if you always do these in the moment things that you want, you don't get that. Sacrificing, and being disciplined, and learning, "Look, I need to spend X amount of time on business to get X amount of results, and sometimes I need to spend more time on my business." If that means not doing an activity I wanted to do in that weekend, then so be it. I'm really disciplined with it now, where in the past, it was pretty hard. Now, sacrifice and discipline, that's a big part of my agenda. If it needs to happen, I'm a big boy and I make it happen. It's a no brainer now, if there's something I've got to do, I do it. If there's something in the moment that has to be cut out for the greater good, then I have to cut it out. Sam Ovens: Yeah. I think that's a tough one for a lot of people. They want to start a business, change their life, make money, and you're like, "All right, what are you willing to give up?" Kory Kahley: Yep. Sam Ovens: They're like, "Oh, nothing." Kory Kahley: I know, it's crazy. Sam Ovens: I had to give up drinking alcohol, partying. I had to give up having a social life, so many things. I left my country, even. Kory Kahley: Oh yeah, man. Sam Ovens: Free time. Kory Kahley: I rarely go out and drink or party like that. I could count on one hand the times I've done it in the last year. I have fun, we take my girlfriend out, we have a fun life, but it's just ... I'm just in that zone in my life where I'm hustling, let's get it. I don't have kids, I don't have a dog, I'm 24, I want to take this thing to the moon and now is the time, there's no better time. I don't want to sleep on it. Like I said, there's one thing to be said about creating memories, of course you want memories with people, but I think doing the same thing every Friday night is a bad habit, not a memory. For me, it's like, "Well, going out every weekend, you're not creating the same memory over and over again, it's just bad habit. You've got to use your time differently." Yeah, it was a hard thing to get over but it was full 100% worth it, I'll tell you that. Sam Ovens: Cool. You said you've got some pretty big dreams, and goals, and things you want to do. Tell us about them, what are you trying to do? Kory Kahley: Yeah. Cool. This is a far shot, man, but I think one of the things I'd like to do, and I always tell people this, and regardless of how many times we've argued in the past, or there's been problems, I would love to retire my parents, I think that would be so cool. So, before I go get a Ferrari, or get my dream home ... I'm in my dream apartment now, like I love this place, but before I go get anything too extravagant, I'd love to write them some sort of check. They've worked hard my entire life. We didn't have much growing up, but we had a roof over my head, and I saw my parents go into definitely a lot of debt to make sure that we had a decent life, because I had two other sisters, so I just wanted to be able to give back to them. I think that's a really cool thing to do, so they could enjoy the rest of their life and relax. That would just be mentally pleasing for me. Then, other than that, I want to grow a brand and a company that helps other people. I don't know exactly what that's going to look like now, I think I need to still [inaudible 00:39:37] my own brand and get to a point where things are completely good. I see what you have with, for example, and I'll see the [inaudible 00:39:45] the people and the testimonials, everything inside the company is amazing. So I see something like that. In the future I would definitely want something where I help people on a wide scale. Like I said, I don't know exactly, per se, what that'll be yet, but I think if I have the results to justify it, I would definitely want to create something similar. I think it's an amazing thing. Besides from helping the people in my life, doing that, then I just want to travel the world, that's kind of my personal little thing, is what I want to do. Which I probably could start traveling right now, but I think it would take away from business, like if I started doing it too much. I'm still [inaudible 00:40:24] and not going to [inaudible 00:40:27] just yet. Sam Ovens: All right. That's awesome. That's awesome to see what you want to do with this and how you want to help other people, as well. Let's now talk about some ... You've been in Consulting Accelerator since 2015, so you've been in here a while, you've observed a lot of what goes on in there. Kory Kahley: Yeah. Oh yeah. Sam Ovens: What would your number one piece of advice be to other members who are just getting started and who might be feeling stuck? Kory Kahley: Dude, I have the perfect advice because I was in the same situation. I would say, I'll break it down to a couple things. I would say one is you cannot compare your chapter two to somebody's chapter 20, that is huge. Coming in and trying to stand on the podium next to somebody, you don't know somebody's background, you don't know how long they've been doing it. You have to focus on your own chapter, your own book, because if you compare your chapter two to somebody's chapter 20, and you're looking at the guy who is always ringing the bell, posting 3,000, 4,000, $5,000 days, day after day after day after day, they could have been doing it for seven years, or they could have had a skill set. So you don't want to compare yourself to that person. I think that was huge for me because I always felt like I was doing something wrong. Then that leads to the other thing, which is kind of feeling like there's a certain answer or a specific way, or a magic way. While we discussed there's good strategies, like you can use your Facebook to bring in business, and you should have an offer, and you should have a niche, but there's also an element that you can't avoid, and that's just hard work, and that's just grit and willing to be relentless, and willing to push forward. I could give you a list of 100 prospects with the best offer, the best sales script, but if you're not willing to call all 100 people and have 99 of them tell you no, you're never going to get a client. I'll even get messages from people saying, "What's your niche," or, "What's your secret?" I could tell you strategies, I could show you systems, but at the end of the day, my secret is also hard work, like putting in the actual time. It's not a free ride. I think don't compare your chapter two to somebody's chapter 20, and don't forget the one element that makes anything in life good, which is just hard work. provides more than enough tools and resources to go out and create opportunity. There's just so much there. You can take just one thing and go and create a six figure business from the training, but if you're not going to actually take whatever, even if it's two or three hours a day, if you're not going to put that time in and do it, you really can't ... You can't look for a loophole, that's the loophole, is yourself. I think that would be my biggest advice to people, don't get caught up in what other people are doing, and just understand that everyone has systems and strategies, but there's really no secret. If there was a button I could push to get clients, I would, but it's not like that. Of course, we can have automated marketing systems, where we turn on an ad, and push a button, and get clients, but there's all the copywriting, and the strategy, and the psychology behind it to make it work. Even people who are doing that, it's still not a push button system, you're still always tweaking and optimizing. Regardless of what you're doing to create business, there's always the time in element, you always have to work. It's not sit on the beach for 30 minutes a day on your laptop and make a gazillion dollars. Maybe one day, but when you're building, you've got to get in the trenches and get your hands dirty. Sam Ovens: Yeah. I think a lot of people, they think that there's a secret or a miracle event that happens and then someone gets rich. Kory Kahley: Yeah. Sam Ovens: The miracle is really just consistency. That is the miracle, but it just is not what they think is a miracle. You've just got to do it every day, just put it in, keep putting it in, keep putting it in, it'll work. I never met anyone who puts in consistent effort every day for along period of time who isn't rich. Kory Kahley: Yeah. I think there's an element, too, that people forget, kind of the planting seeds now to harvest them later. It's okay to do an action now and not see results for 30 days. Again, that could be as simple as someone connecting with me on my Facebook. That's a seed planted. Then in 30 days, I might harvest that seed as a client. To be so instantaneous with results is really dangerous. Sam Ovens: I love how you say that, "Don't compare your chapter one to someone's chapter 20." Kory Kahley: Yeah. Sam Ovens: Even I fall for that now. I'll look at someone who's a billionaire and I'll be like, "What am I doing wrong? What am I doing wrong?" Then I'll realize that they're 70 years old. Kory Kahley: Yeah, yeah, yeah. Right. Yeah. What are you going to do, like look at Mark Cuban? He's more than twice your age, you know? Sam Ovens: Or Warren Buffet or something. Kory Kahley: Yeah. Sam Ovens: Then I look at his age on a chart and I'm doing better than he was at this age. Then I'm like, "Oh, shit, so I'm just being delusional." So, I love that and that's really good advice for other members. Kory Kahley: Yeah. Sam Ovens: What about advice for people who ... We're going to put this on YouTube, as well, so that non-members can see it. Kory Kahley: Of course. Sam Ovens: What would your advice be for people who are thinking about joining the Consulting Accelerator program, and they're kind of on the fence? Kory Kahley: This might be the most simple answer, but I would say, just join. No, seriously. I would definitely say do it. Look, it's changed my life. I think at the end of the day, I think that while there's so many great people and so many others with great success inside consulting, I think they should step back and ask themselves, what do they want out of life, are they really happy, are they really doing what they want to do? If that answer is no and they're sitting here considering something else because it's going to make them happy, then they should just do it. There should be no question. All the social proof, and the testimonial, and success in the world is amazing, but if someone's really looking at their life, and they're not happy, and they're considering another path, we only live one. If you're not going to pull that trigger and do it, you might be living in regret. I think living in regret is the scariest thing to me. When I've had chances to get decisions, even if I wasn't 100% sure of the outcome, I just made it because I live on that premise that the regret feeling is too scary. Look, if you're already debating, you've already made the decision, you know you want to do it. Whatever's holding you back is probably something stupid, like you think money is an issue, or you think people around you care, those things are stupid. If you're considering this program and changing your life, and getting that freedom, and doing what you want to do, it's probably because deep down you know that you're doing right now isn't making you happy. I think, ultimately, people should chase that and they should go after it. I'll tell you this, on the money thing, I put the whole thing on a credit card. When I first joined, I just put it right on a credit card. Everyone I told looked at me like I had six heads, they were like, "You just spent what on a credit card?" I was like, I don't care. I was like, I'm committed. I already made this decision in my head, the money's irrelevant. The life I want is way greater than whatever the price tag of the course is, that's not relevant to my success. I already had made that subconscious decision that there's happiness in this direction. I think that's a lot why we get drawn to things, is that freedom factor. I see so many people in the community, especially, like I said, with families, and they want more time with ... I don't have kids, but I could only imagine if I did, the difference in being gone for 50 hours a week, versus being able to see your kid, go to their soccer games, stuff like that. Those people are making a decision from a deep down emotional place, and I think they should just follow. Sam Ovens: That's good advice. Cool, man. Well, thanks a lot for jumping on and sharing your story. Kory Kahley: Awesome, Sam, thanks for having me. Sam Ovens: I'm sure it's going to help a lot of the members. Thanks. Kory Kahley: Thank you, man, I appreciate it. I'll chat with you later.